Jason Forrest, an EO Fort Worth Member and CEO of Forrest Performance Group
Price isn’t enough to set one product or service apart from the competition. Answering the question, “What makes us unique?” and developing three signature features provides a simple but effective training method to prepare sales teams to speak confidently and persuade customers to choose you over other options.
I remember our mindset when we launched Best Facility Services, a bootstrapped venture rich with naïve enthusiasm and low on cash flow— we had none. Any building was fair game for our janitorial services startup. Persistence, and a few properties brought in from my co-founding partner, eventually yielded some success. Before long, our client base “tree” was starting to sprout. At first, landing a new account was akin to adding another small branch to our sapling. But eventually, revenues began to build momentum, account managers were hired, office space was rented (almost 600 square feet!) and I finally started to draw a paycheck. We had a full-grown tree on our hands.
Click here to watch a short video about how using themes drives short-term goals. More importantly, themes evoke emotion and create ownership in team members. When team members own their part in the company’s success, growth is a natural byproduct.
“The toughest thing I ever had to do was get my team to overcome success disease.”
–Bill Walsh, football coach
Have you ever noticed that very few teams win the Super Bowl back to back? This is because of a mental deficiency (called success disease) that makes individuals and teams think that once they reach the top, they don’t need to improve any more. It’s an arrogance of the mind that says that the next win is based on a previous victory.